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Market Analysis and Sales Strategies Guide

This document outlines key performance metrics for analyzing the overall market, specific products and portfolios, sales strategies, and pricing strategies. It includes metrics such as market share, brand development, category growth, customer usage patterns, sales projections, pricing, costs, margins, and distribution.

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mskhatri3
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6 views2 pages

Market Analysis and Sales Strategies Guide

This document outlines key performance metrics for analyzing the overall market, specific products and portfolios, sales strategies, and pricing strategies. It includes metrics such as market share, brand development, category growth, customer usage patterns, sales projections, pricing, costs, margins, and distribution.

Uploaded by

mskhatri3
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Overall Market:

 Revenue Market Share


 Unit Market Share
 Relative Market Share
 Brand Development Index
 Category Development Index
 Decomposition of Market
 Heavy Usage Index
 Market Penetration
 Brand Penetration
 Share of Requirements
 Channel Margins
 Average Price per Unit
 Price Per Statistical Unit
 Variable and Fixed Costs
 Contribution per Unit
 Contribution Margin (%)

Product & Portfolio:


 Trial
 Repeat Volume
 Penetration
 Volume Projections
 Year-on-Year Growth
 Compound Annual Growth Rate (CAGR)
 Cannibalization Rate
 Fair Share Draw Rate
 Brand Equity Metrics
 Retention Rate
 Customer Profit
 Customer Lifetime Value

Sales Strategy:
 Sales Potential Forecast
 All Commodity Volume (ACV)
 Product Category Volume (PCV)
 Total Distribution
 Inventories

Pricing Strategy:
 Price Premium
 Any other info he could share

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